The Cold Caller Model: A Cost-Efficient Lead Generation Machine
The realtor in the video initially started with the more traditional route of outsourcing cold calling to an ISA company, where he essentially rented cold callers for a yearly cost of around $30,000 per caller.
While effective, this method came with limitations in training and control over the process. That’s when he made a critical shift.
By hiring ISAs directly through a placement model, where he owned the full hiring process, the realtor was able to bring down the cost of each ISA to just $8,000–$9,000 per year—a fraction of the previous expense.
This change gave him greater control, allowing him to train and manage the team exactly to his specifications, which made a significant difference in lead quality and overall performance.
The new model required upfront investment in time to train the ISAs, but the payoff was immense: the realtor scaled to three full-time cold callers who generated steady streams of leads, increasing his conversions and allowing him to focus on higher-value activities like closing deals.
Training: The Key to ISA Success
One of the most crucial elements discussed in the video is the training process. The realtor dedicated time upfront, spending three days straight, five hours a day, walking his team through scripts, role-playing scenarios, and ensuring that they fully understood the process.
This meticulous training ensured that his ISAs weren’t just making calls; they were qualifying leads and passing on only the most valuable prospects.
Through daily feedback loops—where the team would review calls from the previous day and discuss areas for improvement—the realtor created a continuous learning environment that kept his ISAs improving over time.
The results? Each ISA was producing 4-6 leads per day. This structure allowed the realtor to not only delegate cold calling but also increase his lead conversion rate from 10% to 20%. Essentially, his ISAs were "shaking the trees," identifying potential sellers, and allowing him to focus his energy on those most likely to convert.
The Power of Niching: Targeting Absentee Owners
What made the system even more powerful was the niche focus the realtor employed. He targeted absentee owners, particularly investors with 2-4 unit properties. These property owners tend to be more motivated to sell, especially if they are dealing with vacant properties or tenant turnover.
By focusing his cold callers on absentee owners, the realtor was able to tap into a highly productive lead source. Absentee owners, especially in investment-heavy areas, are often more willing to consider selling, making them prime targets for cold calling.
This niche focus provided a steady stream of leads, turning into deals in a market segment many overlook.
Data is the Foundation: Partnering with The Share Group
An integral part of this success was having access to high-quality, targeted data. That’s where The Share Group comes in. As a leading provider of seller leads for real estate agents and investors, we specialize in helping professionals target specific niches like absentee owners, downsizers, and likely-to-sell homeowners.
In the video, Jared Wright, a partner at The Share Group, highlights the importance of specialized data. Whether it’s absentee homeowners or downsizers, having the right information is essential for identifying high-potential leads. Jared discusses how The Share Group’s niche-targeted data sets give agents the upper hand in lead generation by providing precise, relevant information about homeowners who are more likely to sell.
The Long-Term Payoff: A Sustainable System
One of the most insightful parts of the realtor’s story is his long-term view of the ISA strategy. While results weren't immediate, with a ramp-up period of about 90 days, the system eventually produced a sustainable flow of leads, resulting in one listing per month per ISA. This level of consistency allows real estate professionals to build a predictable pipeline that grows over time.
The realtor also mentioned how he created a system for future ISAs. By documenting his processes—recording calls, tracking performance metrics, and creating a training manual—he made it easier to onboard new team members as his business grew. This systematization has allowed him to scale his business efficiently while maintaining quality lead generation.
Conclusion: Is Hiring Cold Callers Right for Your Business?
If you’re a real estate agent looking to scale your business, hiring ISAs might be the strategy you’ve been missing. As this realtor’s story illustrates, having a dedicated team focused on cold calling can dramatically increase your lead flow and conversion rates.
At The Share Group, we’re proud to provide the data and resources to help you make that leap. Whether you’re looking to target absentee owners, downsizers, or another niche market, we have the leads and data that can fuel your growth.
Interested in learning more? Visit The Share Group to explore how we can help you take your real estate business to the next level.
